March 11, 2010 Edition 5
If You Open the Sale, Be Sure to Close It!
By Bryan Flanagan
One of the simplest and most effective closes is the 3-Question Close. You can use this once you’ve convinced your customer your solution will save money, time, etc.
For example:
1. Can you see where this would save you money?
2. You did mention that saving money is important, didn’t you?
3. If you were ever going to start saving money, when would be the best time to start?
The last question puts the decision in the customer’s court. If you’ve done your job and the customer is honest with you, you’ve just made a sale!
The value of this close is that you can insert any benefit that fits your sales situation. You can also modify and revise the questions, the order of the questions, and the number of questions.
For example:
1. Mr. Watts, you mentioned that saving time was important to you. Now that you’ve seen the demonstration, you do agree this model is easy and convenient to use, don’t you?
2. When would be the best time to take advantage of these time saving values?
This is a very effective close. But remember: it only works if you do!
Now, go sell somebody something.
Bryan Flanagan is known as the Sales Ambassador. He is the premiere sales trainer and coach for Ziglar. Watch Bryan in action!
Ask the Sales Ambassador
Mike from NY asks: What’s the best way to motivate a sales team when the economy is so challenging for so many of us?
Answer:
Mike, that’s a question that is being asked by a lot of people. It is not an easy one to answer.
There are three aspects to overcoming this: the prospect, the individual salesperson, and the company……
Your prospects know that the economy is uncertain. What every prospect is looking for is “certainty in the people that serve them”!!! By that I mean your prospects are searching for “certainty”… Your job is to provide it for them. If your salespeople are certain about their abilities to identify problems, solve problems, and offer assurance that the problems will be solved, then your customers will want to hear from you.
If your salespeople are certain that your solutions can benefit your prospects, then those salespeople will have more confidence to move forward and make more calls.
The question then is: how prepared are your salespeople to communicate that certainty? Has the company prepared them to communicate your value, your unique selling advantages? Has the company offered assurance to the sales team that the company will support them in these economic times? Do the salespeople have the assurance that if they work hard and smart, there is a payoff, a reward for them? Is the company creating an environment of success? Or is the company circling the wagons and waiting for the doom and gloom to disappear?
Bryan Flanagan, Sales Ambassador. Do you have a question for the Sales Ambassador? Submit your question to editor@ziglar.com. Who knows, you may see it in the newsletter sometime!
Ziglar Recommends
Secrets of Closing the Sale
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive “how to” sales program.
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The Lighter Side of Selling
A salesman walks into a doctor’s office with a stick of celery in one ear, a carrot in the other and a grape up his nose. Confused, the salesman asks: “Doctor what’s wrong with me?” The doctor looks at the salesman and replies: “You’re not eating properly!”
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March 23, 2010
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